Put short enquiry forms on every page of a B2B website as each page is a landing page and you don’t really want visitors to work hard in order to submit an enquiry.

#3. Call back requests

A call back request is similar to the quick enquiry form but only requires a name and phone number

#4. Registration forms

Offering prospects additional information which is of value is often placed behind registration forms – i.e. ‘offering something which is of value’.

#5. PDF Downloads

By measuring downloads of documents on your website you will see various peaks and troughs throughout the year depending on external marketing activities and the impact of campaigns.

#6. Product video views

Using event tracking in Google Analytics you can identify how many visitors have played a video on your website.

#7. Podcast downloads

Measuring the quantity of downloads over a period of time can tell you how many people are tuning into your content via audio.

#8.Specific text links

Using event tracking in Google Analytics you can see how many times a particular link has been clicked. This is useful if you want to measure how many times visitors have clicked on an important link (outbound links) to a separate domain or external site.

#9.Trial/Demo requests

Offering visitors the opportunity to trial some software or offering a demonstration of a product is key to pushing prospects forward from the researching phase of their purchasing cycle

#10. Webinar/Event signups

Webinars are particularly helpful if building a brand or reinforcing certain brand values are the objective of your website.

Creating goals around your marketing strategy

Some of you may or may not have these goals on your website already, but by measuring each relevant one in Google Analytics using various methods such as ‘destination pages’ and ‘events’ you can quickly create various hypothesis to test and try and find the answers to.

“Do more visitors….”

“What percentage of non-branded search traffic sign up to…..”

“How many returning visitors…..” and so on.

Analyse your conversion report in Google Analytics and segment by branded and non-branded search traffic or campaign traffic or returning visitors only to get a true assessment of all the goals completed by each channel and type of visitor.

Remember to ask the right questions before you dig in to your analytics

All of these questions should be based around your own marketing strategy and objectives so that you can then quantify exactly how well your website is performing and how much it contributes to the business and sales pipeline.